Buffett, Klarman and Graham on the Parable of Mr.

Market

These investors will describe the mental attitude that an investor should take towards prices.

Berkshire Hathaway 1987: Marketable Securities - Permanent Holdings

Whenever Charlie and I buy common stocks for Berkshire's insurance companies we
approach the transaction as if we were buying into a private business. We look at the economic
prospects of the business, the people in charge of running it, and the price we must pay. We do
not have in mind any time or price for sale. Indeed, we are willing to hold a stock indefinitely so
long as we expect the business to increase in intrinsic value at a satisfactory rate. When investing,
we view ourselves as business analysts - not as market analysts, not as macroeconomic analysts,
and not even as security analysts.

Our approach makes an active trading market useful, since it periodically presents us with
mouth-watering opportunities. But by no means is it essential: a prolonged suspension of trading
in the securities we hold would not bother us any more than does the lack of daily quotations on
World Book or Fechheimer. Eventually, our economic fate will be determined by the economic
fate of the business we own, whether our ownership is partial or total.

Ben Graham, my friend and teacher, long ago described the mental attitude toward
market fluctuations that I believe to be most conducive to investment success. 1 He said that
you should imagine market quotations as coming from a remarkably accommodating fellow
named Mr. Market who is your partner in a private business. Without fail, Mr. Market appears
daily and names a price at which he will either buy your interest or sell you his.

Even though the business that the two of you own may have economic characteristics that are
stable, Mr. Market's quotations will be anything but. For, sad to say, the poor fellow has
incurable emotional problems. At times he feels euphoric and can see only the favorable factors
affecting the business. When in that mood, he names a very high buy-sell price because he fears
that you will snap up his interest and rob him of imminent gains. At other times he is depressed
and can see nothing but trouble ahead for both the business and the world. On these occasions he
will name a very low price, since he is terrified that you will unload your interest on him.

Mr. Market has another endearing characteristic: He doesn't mind being ignored. If his
quotation is uninteresting to you today, he will be back with a new one tomorrow. Transactions
are strictly at your option. Under these conditions, the more manic-depressive his behavior, the
better for you.

But, like Cinderella at the ball, you must heed one warning or everything will turn into
pumpkins and mice: Mr. Market is there to serve you, not to guide you. It is his pocketbook,
not his wisdom that you will find useful. If he shows up some day in a particularly foolish mood,
you are free to either ignore him or to take advantage of him, but it will be disastrous if you fall
under his influence. Indeed, if you aren't certain that you understand and can value your business

1
See Grahams writings on Mr. Market on pages 2 and 3.

The Parable of Mr. Market 1

far better than Mr. Market; you don't belong in the game. As they say in poker, "If you've been in
the game 30 minutes and you don't know who the patsy is, you're the patsy."
Ben's Mr. Market allegory may seem out-of-date in today's investment world, in which most
professionals and academicians talk of efficient markets, dynamic hedging and betas. Their
interest in such matters is understandable, since techniques shrouded in mystery clearly have
value to the purveyor of investment advice. After all, what witch doctor has ever achieved fame
and fortune by simply advising "Take two aspirins"?

The value of market esoterica to the consumer of investment advice is a different story. In my
opinion, investment success will not be produced by arcane formulae, computer programs or
signals flashed by the price behavior of stocks and markets. Rather an investor will succeed by
coupling good business judgment with an ability to insulate his thoughts and behavior from
the super-contagious emotions that swirl about the marketplace. In my own efforts to stay
insulated, I have found it highly useful to keep Ben's Mr. Market concept firmly in mind.

Following Ben's teachings, Charlie and I let our marketable equities tell us by their operating
results - not by their daily, or even yearly, price quotations - whether our investments are
successful. The market may ignore business success for a while, but eventually will confirm it.
As Ben said: "In the short run, the market is a voting machine but in the long run it is a
weighing machine." The speed at which a business's success is recognized, furthermore, is not
that important as long as the company's intrinsic value is increasing at a satisfactory rate. In fact,
delayed recognition can be an advantage: It may give us the chance to buy more of a good thing
at a bargain price.

Sometimes, of course, the market may judge a business to be more valuable than the
underlying facts would indicate it is. In such a case, we will sell our holdings. Sometimes, also,
we will sell a security that is fairly valued or even undervalued because we require funds for a
still more undervalued investment or one we believe we understand better.

We need to emphasize, however, that we do not sell holdings just because they have
appreciated or because we have held them for a long time. (Of Wall Street maxims the most
foolish may be "You can't go broke taking a profit.") We are quite content to hold any security
indefinitely, so long as the prospective return on equity capital of the underlying business is
satisfactory, management is competent and honest, and the market does not overvalue the
business.

--

Seth Klarman mentioning Mr. Market in Margin of Safety

Foreword

When I was a boy I spent some time in a ranch in Montana. On Saturday nights we would
drive into town to a cozy tavern where there was a perpetual poker game. This arrangement
provided the house with two advantages from which it profited mightily. First, it sold whiskey to
the players, and second, it furnished a permanent dealera girl, as it happenedwho didnt

The Parable of Mr. Market 2

drink herself. The cowboys mission was to have a good time after a tough week. Hers was to
make money for her employer. She knew the odds, (she was rational) and almost always pulled
further and further ahead as the night wore on and the cowboys, lubricated by booze, became
ever jollier and more prone to exciting but illogical bets (emotional investors, the Cowboys were
Mr. Market, Ben Grahams term for the emotional swings in the market).

In all games the difference between the amateur and the professional is that the professional
plays the odds, while the amateur, whether he realizes it or not, is among other things a thrill
seeker. Investment, too, is part science and part a game, and just as in poker, you need to sort
out your motives. The essence of the whole matter is buying a company in the market for less
than its appraised value. Fortunately, most of the other investment players are quite emotional, so
if you are thorough and patient, you can find good deals. However, they will rarely be easy, since
many other people are looking for the same thing. Thus, to prosper in the investment game, as in
any other, requires that you be rightso youll winand differentso youll get attractive odds.
I hope that this book will help you do that.

Taking Advantage of Mr. Market

Financial-market participants must choose between investment and speculation. Those who
(wisely) choose investment are faced with another choice, this time between two opposing views
of the financial markets. One view, widely held among academics and increasingly among
institutional investors, is that the financial markets are efficient and that trying to outperform the
averages is futile. Matching the market return is the best you can hope for. Those who attempt to
outperform the market will incur high transaction cost and taxes, causing them to under perform
instead.

The other view is that some securities are inefficiently priced, creating opportunities for
investors to profit with low risk. This view was perhaps best expressed by Benjamin Graham,
who posited the existence of a Mr. Market, an ever helpful fellow, Mr. Market stands ready
every business day to buy or sell a vast array of securities in virtually limitless quantities at
prices that he sets. He provides this valuable service free of charge. Sometimes Mr. Market sets
prices at levels where you would neither want to buy or to sell. Frequently, however, he becomes
irrational. Sometime he is optimistic and will pay for more than securities are worth. Other times
he is pessimistic, offering to sell securities for considerable less than underlying value. Value
investorswho buy at a discount from underlying valueare in a position to take advantage of
Mr. Market irrationality.

Some investorsreally speculatorsmistakenly look to Mr. Market for investment or for

investment guidance. They observe him setting a lower price for a security and, unmindful of his
irrationality, rush to sell their Holdings, ignoring their own assessment of underlying value.
Other times they see him raising prices and, trusting his lead, buy in at the higher figure as if he
knew more than they. The reality is that Mr. Market knows nothing, being the product of the
collective action of thousands of buyers and sellers who themselves are not always motivated by
investment fundamentals. Emotional investors and speculators inevitably lose money; investors
who take advantage of Mr. Markets periodic irrationality, by contrast, have a good chance of
enjoying long-term success.

The Parable of Mr. Market 3

 Mr. Markets daily fluctuations may seem to provide feedback for investors recent decisions.
For a recent purchase decision rising prices provide a positive reinforcement; falling prices,
negative reinforcement. If you buy a stock that subsequently rises in price, it is easy to allow the
positive feedback provided by Mr. Market to influence your judgment. You may start to believe
that the security is worth more than you previously thought and refrain from selling, effectively
placing the judgment of Mr. Market above your own. You may even decide to buy more shares
of this stock, anticipating Mr. Markets future movements. As long as the price appears to be
rising, you may choose to hold, perhaps even ignoring deteriorating business fundamentals or a
diminution in underlying value.

Similarly, when the price of a stock declines after its initial purchase, most investors,
somewhat naturally, become concerned. They start to worry that Mr. Market may know more
than they do or that their original assessment was in error. It is easy to panic and sell at just the
wrong time. Yet if the security truly a bargain when it was purchased, the rational course of
action would be to take advantage of this even better bargain and buy more. Louis Lowenstein
has warned us not to confuse the real success of an investment with its mirror of success in the
stock market. The fact that a stock rises does not ensure that the underlying business is doing
well or that the price increase is justified by a corresponding increase in underlying value.
Likewise, a price fall in and of itself does not necessarily reflect adverse business developments
or value deterioration2.

It is vitally important for investors to distinguish stock price fluctuations from underlying
business reality. If the general tendency is for buying to beget more buying and selling to
precipitate more selling, investors must fight the tendency to capitulate to market forces. You
cannot ignore the marketignoring a source of investment opportunities would obviously be a
mistakebut you must think for yourself and not allow the market to direct you. Value in
relation to price, not price alone, must determine your investment decisions. If you look to Mr.
Market as a creator of investment opportunities (where price departs from underlying value), you
have the makings of a value investor. If you insist on looking to Mr. Market for investment
guidance, however, you are probably best advised to hire someone else to manage your money.

Security prices move up and down for two basic reasons: to reflect business reality (or
investor perceptions of that reality) or to reflect short term variations in supply and demand.
Reality can change in a number of ways, some company-specific, others macroeconomic in
nature. If Coca-Cola business expands or prospects improve and the stock price increases
proportionally, the rise may simply reflect an increase in business value. If Aetnas share price
plunges when a hurricane causes billions of dollars in catastrophic losses, a decline in total
market value approximately equal to the estimated losses may be appropriate. When the shares
of Fund American Companies, Inc. surge as a result of the unexpected announcement of the sale
of its major subsidiary, Firemans Fund Insurance Company, at a very high price, the price
increase reflects the sudden and nearly complete realization of underlying value. On a
macroeconomic level a broad-based decline in interest rates, a drop in corporate tax rates, or a
rise in the expected rate of economic growth could each precipitate a general increase in security
prices.

The Parable of Mr. Market 4

 Security prices sometimes fluctuate not based on any apparent changes in reality, but on
changes in investor perception. The shares of many biotechnology companies doubled and
tripled in the first months of 1991, for example despite a lack of change in company or industry
fundamentals that could possibly have explained that magnitude of increase. The only
explanation for the price rise was that investors were suddenly willing to pay much more than
before to buy the same thing.

In the short run supply and demand alone determine market prices. If there are many large
sellers and few buyers, prices fall, sometimes beyond reason. Supply-and-Demand imbalances
can result from year-end tax selling, an institutional stampede out of a stock that just reported
disappointing earnings, or an unpleasant rumor. Most day-to-day market prices fluctuations
result from supply-and-demand variations rather than from fundamental developments.

Investors will frequently not know why security prices fluctuate. They may change because of,
in the absence of, or in complete indifference to changes in underlying value. In the short run
investor perception may be as important as reality itself in determining security prices. It is never
clear which future events are anticipated by investors and thus already reflected in todays
security prices. Because security prices can change for any number of reasons and because it is
impossible to know what expectations are reflected in any given price level, investors must look
beyond security prices to underlying business value, always comparing the two as part of the
investment process.

Unsuccessful Investors and Their Costly Emotions

Unsuccessful Investors are dominated by emotion. Rather than responding coolly and
rationally to market fluctuations, they respond emotionally with greed and fear. We all know
people who act responsibly and deliberately most of the time but go berserk when investing
money. It may take them many months, even years, of hard work and disciplined saving to
accumulate the money buy only a few minutes to invest it. The same people would read several
consumer publications and visit numerous stores before purchasing a stereo or camera yet spend
little or no time investigating the stock they just heard about from a friend. Rationality that is
applied to the purchase of electronic or photographic equipment is absent when it comes to
investing.3

Many unsuccessful investors regard the stock market as a way to make money without
working rather than as a way to invest capital in order to earn a decent return. Anyone would
enjoy a quick and easy profit, and the prospect of an effortless gain incites greed in investors.
Greed leads many investors to seek shortcuts to investment success. Rather than allowing returns
to compound over time, they attempt to turn quick profits by acting on hot tips. They do not stop
to consider how the tipster could possibly be in possession of valuable information that is not
illegally obtained or why, if it is so valuable, it is being made available to them.4 Greed also
manifests itself as undue optimism or, more subtly, as complacency in the face of bad news.

3
Read Ayn Rands books, Atlas Shrugged and The Fountainhead which provide a philosophical underpinning to the belief that mans greatest
attainments are due to his reason and rationality.
4
An intelligent investor will always ask who is on the other side of the trade from him or her and why do I have this opportunity?

The Parable of Mr. Market 5

Finally greed can cause investors to shift their focus away from the achievement of long-term
investment goals in favor of short-term speculation.

High levels of greed sometimes cause new-era thinking to be introduced by market

participants to justify buying or holding overvalued securities. Reasons are given as to why this
time is different from anything that came before. As the truth is stretched, investor behavior is
carried to an extreme. Conservative assumptions are revisited and revised in order to justify ever
higher prices, and a mania can ensue. In the short run resisting the mania is not only
psychologically but financially difficult as the participants make a lot of money, at least on paper.
Then, predictably, the mania reaches a peak, is recognized for what it is, reverses course, and
turns into a selling panic. Greed gives way to fear, and investor losses can be enormous.

As I discuss later in detail, junk bonds were definitely such a mania. Prior to the 1980s the
entire junk bond market consisted of only a few billion dollars of fallen angels. Although
newly issued junk bonds were a 1980s invention and were thus untested over a full economic
cycle, they became widely accepted as a financial innovation of great importance, with total
issuance exceeding $200 billion. Buyers greedily departed from historical standards of business
valuation and creditworthiness. Even after the bubble burst, many proponents stubbornly clung
to the validity of the concept.

The Relevance of Temporary Price Fluctuations

In addition to the probability of permanent loss attached to an investment, there is also the
possibility of interim price fluctuations that are unrelated to underlying value. (Beta fails to
distinguish between the two.) Many investors consider price fluctuations to be a significant risk:
if the price goes down, the investment is seen as risky regardless of the fundamentals. But are
temporary price fluctuations really a risk? Not in the way that permanent value impairments are
and then only for certain investors in specific situations.

It is, of course, not always easy for investors to distinguish temporary price volatility, related
to the short-term, forces of supply and demand, from price movements related to business
fundamentals. The reality may only become apparent after the fact, while investors should
obviously try to avoid overpaying for investments or buying into businesses that subsequently
decline in value due to deteriorating results, it is not possible to avoid random short-term market
volatility. Indeed, investors should expect prices to fluctuate and should not invest in securities if
they cannot tolerate some volatility.

If you are buying sound value at a discount, do short-term price fluctuations matter? In the
long-run they do not matter much; value will ultimately be reflected in the price of a security.
Indeed, ironically, the long-term investment implication of price fluctuations is in the opposite
direction from the near-term market impact. For example. Short-term price declines actually
enhance the returns of long-term investors.5 There are, however, several eventualities in which

5
Consider the example of a five-year 10 percent bond paying interest semiannually which is purchased at par ($100). Assuming that interest
rates remain unchanged over the life of the bond, interest coupons can also be invested at 10 percent, resulting in an annual rate of return of 10
percent for that bond. If immediately after the bond is purchased, interest rates decline to 5 percent, the bond will initially rise to $121.88 from
$100. The bond rises in price to reflect the present value of 10 percent interest coupons discounted at a 5 percent interest rate over five years.
The bond could be sold for a profit of nearly 22 percent. However, if the investor decides to hold the bond to maturity, the annualized return will

The Parable of Mr. Market 6

near-term price fluctuations do matter to investors. Security holders who need to sell in a hurry
are at the mercy of market prices. The trick of successful investors is to sell when they want to,
not when they have to. Investors who may need to sell should not own marketable securities
other than U.S. treasury bills.

Near-term security prices also matter to investors in a troubled company. If a business must
raise additional capital in the near term to survive, investors in its securities may have their fate
determined, at least in part, by the prevailing market price of the companys stock and bonds.

The third reason long-term oriented investors are interested in short-term price fluctuation is
that Mr. Market can create very attractive opportunities to buy and sell. If you hold cash, you are
able to take advantage of such opportunities. If you are fully invested when the market declines,
your portfolio will likely drop in value, depriving you of the benefits arising from the
opportunity to buy in at lower levels. This creates an opportunity cost, the necessity to forego
future opportunities that arise. If what you hold is illiquid or unmarketable, the opportunity cost
increases further; the illiquidity precludes your switching to better bargains.
--

The Intelligent Investor by Benjamin Graham, Rev. Ed. Pages 204-206

Let us close this section with something in the nature of a parable. Imagine that in some
private business you own a small share that cost you $1,000. One of your partners, named Mr.
Market, is very obliging indeed. Every day he tells you what he thinks your interest is worth and
furthermore offers either to buy you out or to sell you an additional interest on that basis.
Sometimes his idea of value appears plausible and justified by business developments and
prospects are you know them Often, on the other hand, Mr. Market lets his enthusiasm or his
fears run away with him, and the value he proposed seems to you a little short of silly.

If you are a prudent investor or a sensible businessman, will you let Mr. Markets daily
communication determine your view of the value of a $1,000 interest in the enterprise? Only in
case you agree with him or in the case you want to trade with him. You may be happy to sell out
to him when he quotes you a ridiculously high price, and equally happy to buy from him when
his price is low. But the rest of the time you will be wiser to form your own ideas of the value of
your holdings, based on full reports from the company about its operations and financial position.

The true investor is in that very position when he owns a listed common stock. He can take
advantage of the daily market price or leave it alone, as dictated by his own judgment and
inclination. He must take cognizance of important price movements, for otherwise his judgment
will have nothing to work on. Conceivably they may give him a warning signal which he will do
well to heedthis in plain English means that he is to sell his shares because the price has gone

be only 9.10 percent. This is less than in the flat interest case because the interest coupons are reinvested at five percent, not 10 percent. Despite
the potential short-term profit from a decline in interest rates, the return to the investor who holds on to the bonds is actually reduced.

Similarly, if interest rates rise to 15 percent immediately after purchase, the investor is faced with a market decline from par to $82.84, a 17
percent loss. The total return, if he holds the bond for five years, is increased, however, to 10.99 percent as coupons are reinvested at 15%. This
example demonstrates how the short-term and long-term perspectives on an investment can diverge. In a rising market, many people feel wealthy
due to unrealized capital gains, but they are likely to be worse off over the long run than if security prices had remained lower and the returns to
incremental investment higher.

The Parable of Mr. Market 7

down, foreboding worse things to come. In our view such signals are misleading at least as often
as they are helpful. Basically, price fluctuations have only one significant meaning for the true
investor. They provide him with an opportunity to buy wisely when prices fall sharply and to sell
wisely when they advance a great deal. At other times he will do better if he forgets about the
stock market and pays attention to his dividend returns and to the operating results of his
companies.

The most realistic distinction between the investor and the speculator is found in their attitude
toward stock-market movements. The speculators primary interest lies in anticipating and
profiting from market fluctuations. The investors primary interest lies in acquiring and holding
suitable securities at suitable prices. Market movements are important to him in a practical sense,
because they alternately create low price levels at which he would be wise to buy and high price
levels at which he certainly should refrain from buying and probably would be wise to sell.
--

Commentary by Jason Zweig on Grahams Mr. Market

The happiness of those who want to be popular depends on others; the happiness of those who
seek pleasure fluctuates with moods outside their control; but the happiness of the wise grows
out of their own free actsMarcus Aurelius

Most of the time, the market is mostly accurate in pricing most stocks. Millions of buyers and
sellers haggling over price do a remarkably good job of valuing companieson average. But
sometimes, the price is not right; occasionally, it is very wrong indeed. And at such times, you
need to understand Grahams image of Mr. Market, probably the most brilliant metaphor ever
created for explaining how stocks can become mispriced. The manic-depressive Mr. Market does
not always price stocks the way an appraiser or a private buyer would value a business. Instead,
when stocks are going up, he happily pays more than their objective value; and, when they are
going down, he is desperate to dump them for less than their true worth.

The intelligent investor shouldnt ignore Mr. Market entirely. Instead, you should do business
with himbut only to the extent that it serves your interests. Mr. Markets job is to provide you
with prices; your job is to decide whether it is to your advantage to act on them. You do not have
to trade with him just because he constantly begs you to.

One of Grahams most powerful insights is this: The investor who permits himself to be
stampeded or unduly worried by unjustified market decline in his holdings is perversely
transforming his basic advantage into a basic disadvantage.

What does Graham mean by those words, basic advantage? He means that the intelligent
individual investor has the full freedom to choose whether or not to follow Mr. Market. You
have the luxury of being able to think for yourself.6

6
When asked what keeps most individual investors from succeeding, Graham had a concise answer: The primary cause of failure is that they
pay too much attention to what the stock market is doing currently. See Benjamin Graham: Thoughts on Security Analysis, Financial History
magazine, no. 42, March 1991, page 8

The Parable of Mr. Market 8

 Recognize that investing intelligently is about controlling the controllable. You cant control
whether the stocks you buy will outperform the market today, next week, this month, or this year;
in the short run, your returns will always be hostage to Mr. Market and his whims. But you can
control:

o your own behavior, by avoiding constantly watching your portfolio, listening to CNBC
and market prognosticators and other experts.

o your expectations, by using realism, not hope to forecast your returns.

o your risk, by deciding how much of your total assets to put at hazard in the stock market,
by diversifying, and by rebalancing.

Just remember that investing really isnt about beating others at their game. It is about
controlling yourself at your own game.

END

The Parable of Mr. Market 9